Cold Calling Tips from the Queen of Cold Calling

1. Projection is when your prospect says something and you hear something else. It is vitally important not to read extra meaning into statements made by prospects. Remember, your priorities and those of your prospect are not the same. Your number-one priority, of course, is getting in the door and, ultimately, making the sale. But that is not your prospect’s number-one priority.

2. It is important to separate yourself from whatever the prospect (or her secretary) says. When you hear from the secretary that your prospect is “not available,” “on the phone,” “in a meeting,” “out of the office”… this does not translate to: “My prospect knows that I am calling, and she does not want to take my call.” “She doesn’t like me.” “She doesn’t want to buy from me.” “She doesn’t want my product/service.” “She hates me.”

3. When making introductory calls, focus on the “yes’s” and not the “no’s.” If, for example, a prospect tells you that she is not the decision-maker, this is not a “no,” and it is not a rejection. She is not the decision-maker. Most of the time, she will tell you to whom you should be speaking-and that is a “yes.” She’s helping you. If your prospect does not use your type of service, that is not a rejection. She does not use your type of service. All the common objections-”I’m too busy…” “Send me literature…,” etc.-are not necessarily rejections. Looking at introductory calling from this perspective will give you many “yes’s” and very few “no’s.”

4. Keep records of your calls, so that you can determine your calls-to-appointments ratio. You might find, for example, that, on average, it takes 30 calls to schedule one new business meeting. So then, you know that if you make 30 calls, you should be able to schedule at least one appointment. As you continue to make calls, if the ratio stays at 30 calls to one appointment, then you will know that those are your personal numbers. More than likely, however, as you continue to make calls, your skills will improve and that ratio will lower.

Cold Calling Tips from the Queen of Cold Calling

1. Sell something in which you believe–something that offers a value and benefit.

2. Think of your cold call as the beginning of a sales relationship. Pick one tip to implement today. Take action now to change your prospecting results.

3. You are on an equal level with your prospect. Yes, you need them, but they also need you. It is a reciprocal relationship.

4. After a successful call, keep calling. Your energy and enthusiasm will be higher–it will translate to even more success.

Cold Calling Tips from the Queen of Cold Calling

1. If you are giving a sales presentation, make sure to only give that presentation after you thoroughly understand your prospect’s specific problem and motivation to solve that problem.

2. Ask the Magic Question: “After our conversation (discussion/you see our presentation…) if you see that our product/service is a perfect fit for you, what would happen next?” Any answer other than the prospect would be ready to move forward means that you have more work to do to close the sale.

3. Be relevant.  The more relevant you are to your prospect, the greater will be their interest in your product/service. Conversely the less relevant you are, the less will be their interest. There is a direct correlation, so only present those aspects of your products/services that are relevant to your prospect’s specific challenge.  Generic does not work.

4. Ask for the sale. One of the biggest reasons that sales professionals do not close sales is that they never ask. Determine how you are going to ask for the sale, practice out loud and when the time is right, ask your prospect for that sale.

The Cold Calling Tips Podcast with The Queen of Cold Calling - Use Success Stories to Close Sales

Looking to build credibility with prospects? Want your prospects to understand how you can help them? Struggling to find ways to help prospects understand? In this Cold Calling Tips Podcast with Wendy Weiss, The Queen of Cold Calling, you will learn how to: Use Success Stories to Close Sales.

 

 Queen's Podcast - Use Success Stories to Close Sales: Play Now | Play in Popup | Download (171)

Cold Calling Tips from the Queen of Cold Calling

1. Give yourself breaks when you need them. Get up and stretch. Take a brief walk. Drink plenty of water, so that you do not dehydrate.

2. Determine the benefits of what you are selling. That is the ‘what’s in it for me’ from your prospects’ point of view. ‘People want quarter-inch holes, not quarter-inch drills.’ Focus on the benefits, and talk about the benefits.

3. Most sales are made, on average, after the seventh contact with a prospect. These contacts can be by phone, e-mail, fax or letter. Most sales people give up after three or four contacts. If you do that, you are leaving cash on the floor behind you.

4. When a prospect puts you on a speakerphone, try whispering. They’ll more than likely pick up the receiver, so that they can hear you.

Cold Calling Tips from the Queen of Cold Calling

1. Ask a few friends or colleagues to listen to the tape of your script. Ask them to evaluate it by the following criteria: Listen for warmth and passion in your voice. Do you sound interesting? Convincing? Confident? Is your speech clear, professional and pleasant? How is the rhythm and pacing of your speech? Do you sound angry, tired, tentative or bored? Is your speaking voice nasal, a monotone or singsong? Do you speak too fast or too slow? Do you mumble? Compare your friends’ or colleagues’ evaluations with your own. This way, you will know how others perceive you. It may be different from your self-perception. Work on improving what you may need to improve. Try to work on just one element at a time. Otherwise, it can be overwhelming.

2. Building rapport with your prospect starts with you and your prospect. Think about it-do you enjoy speaking with someone who is thinking about something else and not about your conversation? Of course, you don’t! People can sense when someone is not paying attention-your prospect will be able to tell whether you are focusing totally on your interaction with them or whether your mind is elsewhere. Do your preparation, so that you can focus on your prospect.

3. Salespeople frequently are told to be “enthusiastic,” but merely forcing enthusiasm will make you sound phony. Enthusiasm comes from within. It comes from integrity, believing in your product and/or service and being real. If you believe in what you are selling and are prepared, you will not sound phony.

4. Projection is when your prospect says something and you hear something else. It is vitally important not to read extra meaning into statements made by prospects. Remember, your priorities and those of your prospect are not the same. Your number-one priority, of course, is getting in the door and, ultimately, making the sale. But that is not your prospect’s number-one priority.

Cold Calling Tips from the Queen of Cold Calling

1. One of my colleagues refers to telephone prospecting as “telephone theater.” I love that description because when you are making calls, you need to decide what it is that you want your prospect to hear and also to feel. How will you get them to hear and feel what you want them to hear and feel? Which words will you emphasize? Which words will you move through quickly?

2. To better your “telephone theater” performance, record yourself. It’s very valuable to hear how you sound to others. If you do not like the way you sound, you can work to change how you say what you say.

3. Bear in mind that it takes time to learn new habits. You will not change over night. It may take you weeks of working on an approach to get it right. Once you get it right, however, it will be crystal clear because it will be working. The people who are really successful are the ones that do not quit.

4. Make phone calls. All the training, skills, practice and role-playing will be worth nothing if you do not make your calls.

Cold Calling Tips from the Queen of Cold Calling

1. Follow up. Follow up. Follow up.

2. Do what you say you’re going to do. If you tell your prospect that you will call next Thursday at 3:00 p.m.–call your prospect next Thursday at 3:00 p.m.

3. Use a system to track your leads. Use it consistently.

4. Constantly reality-check your negative thoughts and feelings. If you feel that ‘my prospect is avoiding me,’ ask yourself, ‘Why?’ Why would a stranger–someone who doesn’t even know you–be avoiding you?

Cold Calling Tips from the Queen of Cold Calling

1. Building rapport with your prospect starts with you and your prospect. Think about it-do you enjoy speaking with someone who is thinking about something else and not about your conversation? Of course, you don’t! People can sense when someone is not paying attention-your prospect will be able to tell whether you are focusing totally on your interaction with them or whether your mind is elsewhere. Do your preparation, so that you can focus on your prospect.

2. Salespeople frequently are told to be “enthusiastic,” but merely forcing enthusiasm will make you sound phony. Enthusiasm comes from within. It comes from integrity, believing in your product and/or service and being real. If you believe in what you are selling and are prepared, you will not sound phony.

3. Projection is when your prospect says something and you hear something else. It is vitally important not to read extra meaning into statements made by prospects. Remember, your priorities and those of your prospect are not the same. Your number-one priority, of course, is getting in the door and, ultimately, making the sale. But that is not your prospect’s number-one priority.

4. It is important to separate yourself from whatever the prospect (or her secretary) says. When you hear from the secretary that your prospect is “not available,” “on the phone,” “in a meeting,” “out of the office”… this does not translate to: “My prospect knows that I am calling, and she does not want to take my call.” “She doesn’t like me.” “She doesn’t want to buy from me.” “She doesn’t want my product/service.” “She hates me.”

The Cold Calling Tips Podcast with The Queen of Cold Calling - Why Would Anyone Want to Continue to Cold Call?

Have LinkedIn, Facebook, Twitter and Sales 2.0 finished off cold calling for good? In 2010 is cold calling finally dead? In this Cold Calling Tips Podcast, Wendy Weiss, The Queen of Cold Calling, answers the question: Why Would Anyone Want to Continue to Cold Call?

 

 The Queen's Podcast - Why Would Anyone Want to Continue to Cold Call?: Play Now | Play in Popup | Download (323)